Dermatologist Detailing

Therapeutic Skin Care Sees Continued Sales Boom

While skin care continues to steadily grow, there is a segment known as therapeutic skin care that has performed particularly well in 2018 and is expected to have another unprecedented year of growth in 2019. Therapeutic and dermatologist-recommended products not only include facial care but also hand and body products for skin care issues like eczema; they also include sun care. According to our Cosmetics and Toiletries USA report, this segment includes brands such as Eucerin, CeraVe, Cetaphil, and Neutrogena, to name a few. Combined, these brands exhibited growth of 7.1% in 2018 and total nearly $3 billion at the retail level.

One of the ways in which these brands gain consumer awareness is through dermatologists. They are among the most trusted sources of information when it comes to helping consumers with product selection for their skin care concerns. As seen in our Physician-Dispensed Skin Care: Perception and Satisfaction Survey, these professionals often play an important role in advising and recommending products for patients to use on their face or body.

Our new report, Dermatologist Detailing: U.S. Opportunity Assessment, will discover just how important this activity really is and give gold-star examples of the companies that doctors feel excel in this activity. Product sampling moves the therapeutic skin care segment, allowing dermatologists to introduce new brands to their patients. With so many choices available for the care of skin, the practice of detailing to physicians is regarded as an important tool for marketers and sales professionals in this competitive field. In fact, our recently published Professional Skin Care: U.S. Consumer Attitudes and Behaviors Survey reveals that 70% of aesthetic medical care provider consumers are highly motivated to purchase a product at a physician’s office if they are offered a sample for take-home use.

Brands like CeraVe and Cetaphil emphasize their gentle and nourishing properties—claims that often appeal to consumers with sensitive, dehydrated, and acne-prone skin. Sensitive skin is the second-leading skin type which we identified in our survey, and 75% of the respondents who always have sensitive skin fall in the younger demographic, between the ages of 20 and 40.

More on these brands will be covered in our new report, Dermatologist Detailing: U.S. Opportunity Assessment. Dovetailing on our well-known reports Professional Skin Care Global Series and Physician-Dispensed Skin Care: Perception and Satisfaction Survey, our research will focus on the partnership between therapeutic and dermatologist-tested brands and dermatologists. This study will help you better understand how dermatologists perceive skin care detailing efforts in the market today and how well these brands are meeting their needs.

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